Chef; fe de comptes majeurs - Produits biosimilaires en oncologie – Ontario ouest & Provinces de l’ouest | Key Account

Job Description

The Position

Territory:
Hospitals located in Ontario west/south and Cancer agencies from Manitoba, Saskatchewan, Alberta and British-Colombia.

Reporting to the Oncology Biosimilar Commercial lead, the Key account manager (KAM) is responsible to build strategic, mutually beneficial relationships between the Organon and its key customers. The Key Account Manager (KAM) will build trust between Organon and the key oncology centers by focusing on delivering value to both organizations and creating account plans with the customers. The KAM will also have to drive the uptake of our Biosimilars Oncology products, achieve the sales and business objectives on his/her territory while being responsible for developing and maintaining a long-term relationship with the customers.

He/She will oversee customer account management, including negotiating contracts and agreements to maximize results.

In this role, the Key Account Manager will liaise with cross-functional internal teams (including Patient Support Programs, Access, Policy & Pricing, Marketing, Pharmacovigilance, Medical) to improve the entire customer experience. He/She handles customer requests and/or complaints, find solutions to their challenges, and maintain a positive relationship between both parties for future business ventures.

As part of the role, the KAM will have to develop (in collaboration with internal cross functional team):

• Short-Mid-Long-term strategies in Oncology/Biosimilar
• Value added services (including Value-based pricing solutions & Group Purchase Organization (GPO) relations)
• Tactical plans adjusted for each strategic account& analysis of possibility of success.
• A mutually beneficial customer experience that will result in a strong partnership

Responsibilities

• Identify the key accounts and serve as the lead point of contact for all customer inquiries
• Demonstrate ownership of the assigned territory by fully understanding its health care ecosystem, identifying key opportunities that will benefit both parties (Organon & account)
• Negotiate contracts and close agreements to maximize profits in each account/Cancer Agency
• Identify new opportunities and create new services/solutions
• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives
• Clearly communicate the progress of initiatives to internal and external stakeholders
• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
• Prepare reports on account status
• Collaborate with internal teams to identify and grow opportunities within territory
• Demonstrate Organon’s Leadership Standards in all interactions with customers, colleagues, and all other stakeholders. Complete tasks in a manner fully consistent with company standards, policies and procedures, as well as applicable laws and regulations.

Required Education, Experience, and Skills

• Bachelor’s Degree in Business, Marketing or other related discipline.
• Proven track record in pharmaceutical sales (min 5 years of experience) and work experience as Account manager.
• Experience in Oncology (3 years minimum) covering the Ontario cancer centers (Hospital, cancer centers, etc.) and/or Cancer agencies in western provinces.
• Demonstrable ability to communicate (verbal & written), present and influence key stakeholders at all levels of an organization.
• Capacity to synthesize information, identify opportunities and communicate to executives
• Excellent listening, negotiation and presentation abilities
• Good business acumen with strong strategic thinking and analytical skills.
• Highly knowledgeable about pharmaceutical processes and potential offerings
• Effective collaborator (has strong team-building skills and knows how to pull internal resources for success) and Project Management skills (good at organizing the team and ensuring that work is completed)
• Able to rapidly develop durable customer relationships and build a stakeholder network.
• Agile in a competitive and fast-paced…